There’s nothing like the feeling you get when you open your CRM and see a long list of new leads interested in your product or service. After you’ve done a little victory dance, it’s time focus on the next step in the sales process and start managing your leads.
Attempting to manage a long list of leads can be overwhelming at first and it’s best if you approach it with a proper strategy. While you might instinctively think it’s best to jump in and start making calls, there is a more effective way of going about it.
The CRM has many unique features that will help you with your lead management process . By properly managing your leads, you can make the most of each lead and potential sales opportunity.
The list below describes 5 tips that can help you manage your leads like a pro in the CRM.
1. Learn more about each lead before you call
One of the best tips in lead management is to find out preliminary information about each lead. You can use any information that has been stored in the CRM such as a website, or work email. Get a snapshot of their business, industry, location, company size, and more by checking their website. Add important notes in each lead record, so you can refer back to them as necessary. You will be more prepared when you contact your lead if you are equipped with relevant background knowledge
2. Identify the leads that will be easier to close
Pinpoint the leads that will be most likely to close based on your business experience. For example if you already have many clients in the healthcare industry, you will likely have an easier time closing deals with leads in the same industry. Leads from a different business type might require you to adjust some of the services you offer and therefore these deals can be more complex to close.
3. Prioritize your leads
Once you have assessed your leads based on the first two steps, it’s time to prioritize them. In the CRM, you can set a priority level for each lead, so you can start working with the most important ones. Leads that usually fall into top priority are larger businesses with greater potential value. It’s also recommended to prioritize leads that actively reached out to you via email rather than those that have entered your site without completing registration.
4. Assign the right leads to the right reps
Not all salespeople are alike, and each has their specific strengths and weaknesses. One rep might be talented at closing deals with businesses that are larger, or in a specific industry. Another rep might be better at persuading hesitant customers to go through with a deal. Use the CRM to assign each lead to the most suitable sales representative for the job so there is a better chance at closing.
5. Follow up, follow up, follow up!
Even if you think the lead is a sure-win, it’s important to follow up. Once you contact a lead, send a follow up email or call every few days so as not to let it go cold. In the CRM, you can set tasks and reminders to complete your follow up on time. Once a deal is closed and your lead becomes a customer, your support team can access their info in the CRM, so they can stay in contact and provide better customer service.
Hopefully the next time you are facing a list of leads, you approach the process with the powerful features of the CRM. Breezz helps you gather lead information, prioritize, assign, and follow up on your leads easily.